Segments of the Food Equipment Industry

Role: Manufactures sell products and equipment that they manufacture. Typically they do this through Reps. Sometimes however they will work directly with a Dealer or Consultant in an attempt to get them to use their products.

May be interested in:

How products are generally listed in AQ

How their competitors list projects in AQ

Product searches & results within their product lines

Reps

Role: Reps work directly with and quote to Dealers & Consultants. Reps try to get Dealers & Consultants to use products and equipment from the vendors they “Rep”resent.

May be interested in:

CSP (customer specific pricing) since they set different discounts for different Dealers & Consultants depending on the amount of business each does with them. They rarely if ever use global discounts.

Emailing projects

Hiding Nets within the catalog

Project Send button – Reps will sometimes create a quote at the request of the Dealer. Typically on products with advanced configurations. They will also enter the discounts offered to the Dealer and then send the completed project via the send button to the Dealer.

Dealers

Role: Dealers buy and store equipment sold to them though vendor 'Reps'. The more they buy from a vendor Rep the deeper the discounts they can obtain from the vendor. Dealers then work with and sell the products or equipment to General and Sub-Contractors. Some Dealers join buying groups so they can obtain deeper discounts on equipment purchases.

May be interested in:

Extensive Catalog Searches

Importing and managing Deviated Pricing for specific items in the catalog

Setting preferred vendor statues in MFR Setup.

Product searches showing preferred vendors.

Project Send button – Dealers will often create a quote, send it to a vendor Rep, and ask them to configure the item(s) and provide them a cost. The project send button is a great tool for this collaboration.

Rep Quote requests

Consultants

Role: Consultants work directly with architects and owners. They basically supply the specs to the architect & the drawings & budget to the owner. They provide equipment requirements to the general and sub-contractors. The general and sub-contractors work with Dealers and sometimes directly with vendor Reps on supplying them with the equipment that meets their spec and budget requirements.